The book focuses on the special nature of winning significant business in competitive
markets in pitches involving several formal stages. It will:

- Review the essential processes of making complex sales and the role of core
techniques of persuasion
- Show how to handle initial contacts and meetings and obtain a clear brief regarding
customer/client needs
- Demonstrate the process of analysing client needs and putting clear and persuasive
proposal documents in writing

Sunday: What is a pitch?
Monday: Initial contact
Tuesday: Planning a powerful response
Wednesday: Putting proposals in writing
Thursday: Preparing a formal presentational pitch
Friday: Making the presentation
Saturday: Follow-up action and the power of persistence